The 
Producers* Marketing 



Guide 




The 
Producer's Marketing Guide 



The Connecting Link Between 

PRODUCER AND CONSUMER 



Copyrighted 1915 

GROVER C. TARMAN 

'I 
LAWRENCE LEER 
I 
Authors 



PUBLISHED BY THE 

Producer's Marketing Guide Company 

NFW PARIS, INDIANA 



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PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 1 



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PREFACE 

IF THIS book acts as a factor in awakening the farmers 
of this country to the possibilities of marketing, if it 
serves as a means to suppl,y the city people with fresh, 
wholesome food, it has accomplished its purpose. 

It is not presumed that people who have spent many years 
of their life on the farm are ignorant of all the facts men- 
tioned in this work, but the way suggested for preparing pro- 
ducts is given for those who do not know and with a possibility 
of improving some other producer's method. For these pur- 
poses we sumbit this work to the public. 

Authors. 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



INTRODUCTORY. 

1. It is the purpose of this book and the intention of 
the authors to bridge that vast chasm between the producer 
and the consumer. 

Those who work hardest in this world reap the smallest 
profit. Those who do the drudgery in the factory, mine, or 
sweat shop pay the highest prices for their scanty living. 
Our system is wrong. Producers, or farmers, must deal with 
consumers. Middlemen are the parasites of the other classes. 
They produce nothing. They live from the sweat of other peo- 
ple 's toil. When an article leaves the farmer's hands and 
reaches the consumer at a double price everyone wonders why. 
More has been said in the last decade about the high cost of 
living than in 50 years preceding. 

It will be shown in tliis book how to increase tlie farmers 
profit 25* and at the same time lessen the consumers' cost 20^. 

The problem of marketing is just as important a feature 
of farm work as production. Two sides must be considered 
on the question of marketing ; first, the cit,y housewife, and, 
second, the farmer. Under present marketing conditions the 
housewife complains that after paying what seems to her exhor- 
bitant prices for eggs she seldom obtains a really fresh one, 
and a large percentage of those purchased are absolutely un- 
fit for foocV The farmer complains that after feeding his hens 
and caring for them during the long unprofitable winter 
months he is only paid 15 cents per dozen for eggs, while they 
retail at 30 cents in the nearby large cities. 

We are indeed thankful that a remedy exists which will 
change these conditions. Our law-makers have provided a 
remedy in the shape of the Parcel Post Law. Today eggs or 
any product can reach the consumer one hundred miles away 
in ten hours after it has been produced. Who will gain by 
this new system ? The consumer wnll gladly pay 30 cents for 
a dozen strictly fresh eggs rather than 30 cents for nine stale 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



3 



and three rotten ones. And what will be the farmer's com- 
ment? Five cents for mailing and packing will leave him a 
profit of 10 cents above the regular market price. Who will 
suSer? Those who will be forced to work on account of this 
system. 

It was for the producer and consumer that Congress pass- 
ed the Parcel Post Law. Many people make use of Parcel Post 






Post, 






but not in the way of marketing produce. They must learn 
to create a demand for "their produce, as making sales in near- 
by towns and cities. The day is past when people look for 
quantity instead of quality. The method of being supplied 
with fresh country products direct from the producer is now in 
its infancy, and the farmer who awakens to this fact will be 
gathering the golden harvest of today's middleman. 

RESULTS OF TRIED EXPERIMENTS. 

2. During the month of January, 1915, the manager of 
the E. M. Hatfield store at New Paris, Ind., began to notice 
a loss which originated from farmers' produce. He immedi- 
ately took steps to eliminate this loss. He got in touch with 
the Post Office Department in Chicago and received a permit 
to have the store's name listed as a producer on their list of 
"From Farm to Table via Parcel Post". The results of this 



4 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

experiment was not sufficiently large to market all the pro- 
duce, so an advertisement was inserted in the Chicago Tribune 
that brought the desired result. Newspapers are all willing 
to assist and make special efforts to call the attention of con- 
sumers to the way to obtain fresh country produce. Today 
there are no losses from this source, but instead the consumers 
are taking more than the surplus accumulated. The adver- 
tising was continued until March. Many days the sales 
amounted to from three to five cases of eggs and a large 
quantity of butter. This produce was delivered postpaid to 
the consumer at a reasonable price and netted the shipper 
from two to four dollars profit more than would have been re- 
ceived had it been sold to hucksters or jobbers. On June 2, 
sales amounted to $12.25 netting il^2. 17, a gain of 21^^ on the 
investment. Day after day each mail brings orders as well as com- 
pliments from satisfied customers. The business has grown so 
that extra help is required to care for it. 

These facts show that at present the real producer does not 
get full pa^y for his labor, and will not until he heeds to better 
marketing. Success depends upon quality and preparation of 
products. They must show real value to the consumer. 

These experiments are facts. Rerefence is made to one 
who has had the personal experince. G. C. Tarman, Manager, 
E. M. Hatfield Store, New Paris, Indiana. 

MEANING OF FROM PRODUCER TO CONSUMER. 

3. The producer is the person who produces any pro- 
duct. The consumer is the one who uses, or consumes. This 
does away with the middle men who produce nothing but live 
from other people's toil. 

MEANING OF PARCEL POST. 

4. This means the sending of parcels or packages by mail. 

MEANING OF EXPRESS. 

5. Express means the rapid delivery of packages to all 
parts of the country. 

. GAINING CUSTOMERS. 

6. The obtaining or gaining of patronage in the mar- 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 5 

ketiug from Farm to Table or from Producer to Consumer 
can be accomplished in different ways. Before going farther 
— take a look over the field where business is to be had. You 
cannot find a town with a population of 10,000, or more, but 
that producers can find an ample amount of customers without 
going to larger cities. But producers may select their own 
field for operating. If one desires to work a large city, none 
better can be found than a manufacturing, or mining center, 
where there is no possible chance for a local supply to affect 
the markets of the products one has to sell. The United States 
has a population in excess of 100,000,000, each person using 
more or less of these products three times a da,y. Taking one- 
half as consumers who have to purchase their supplies it would 
require a market beyond comprehension to supply their wants. 

FRIENDS AND RELATIVES AID. 

7. Every producer in our country has friends, or rela- 
tives in some large city. Suppose he writes to each one of these 
friends, tells them what he has to sell, let them tell their city 
friends or neighbors, or distribute some of his cards. Let them 
know he will guarantee satisfaction and soon inquiries will 
begin to come in, which means that desirable results are sure 
to follow. Give each customer some sort of an inducement to 
get new customers. 

NEWSPAPER AID. 

8. Gaining customers by means of newspapers. Locate 
the town or towns in which you desire to operate. Next- 
find out which paper has the largest circulation and get their 
rates Then ask whether they will index advertisments so it 
can be found easily, also whether they will make special men- 
tion of advertisement under a special heading, as, FRESH 
COUNTRY PRODUCE, or, FARM PRODUCE BY PARCEL 
POST, See section of Adv. 

RESULTS OF NEWSPAPER ADVERISING. 
9 The writer being one of the first to work in this new 
field, has had many communications upon results from differ- 
ent newspapers, and the following was submitted to the Chi- 
cago Daily Tribune, as copied: 



6 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

"Mr. Hatfield writes a letter regarding his experience 
in advertising his produce through the Tribune — stating that 
he receieved ten orders from one advertisement. Mr. Hatfield 
makes an excellent point in his letter — -that utmost care should 
be exercised to gain a reputation for quality of goods and fair 
dealing. 

Having spent $12.00 in advertising to date, have gained 
one hundred and nineteen customers, and sell practically all 
the store's output of produce and at times have had to buy ad- 
ditional supplies which net a nice dividend. On eggs, the 
prices quoted in case lots was about two to four cents above 
the local market. In smaller quantities eggs netted four to 
five cents per dozen all summer. Butter netted from four to 
six cents above local market. Formerly the loss in selling to 
packers would be from four to ten cents per pound, so the gain 
was pleasing. When prices were declining during March 
former losses were turned to gains of from 3 to 10 cents per 
dozen. Average gain in case quantities was 3 cents per dozen, 
however, several instances the gain was 6 cents. For these 
reasons this way of marketing is recommended. 

ORDERS RECEIVED FROM AD. 

10. Chicago, III, March 8, 1915. 

(1) Mr. E. M. Hatfield, 

New Paris, Indiana. 

Dear Sir : — Mr. S has told me you are selling eggs 

and sending into Chicago, I think he said in three dozen lots 
by Parcel Post. If you do will you let me know what you 
charge and how I can get them. Yours respectfully, 

MRS. W. W. 



Chicago, 111., March 8, 1915 
(2) Mr. E. M. Hatfield, 

New Paris Indiana. 
Dear Sir : — As per your Ad. in Chicago Tribune, I enclose 
herewith a check for $1.50 for which please send be by Parcel 
Post six dozen eggs at 25 cents per dozen. Your truly, 

D. W. F. 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 7 

Chicago, III, March 8, 1915 
(3) Mr. E. M. Hatfield, 

New Paris, Indiana. 
Dear Sir : — Enclosed find Post Ofifice Money Order for 
$1.50 for which please send me 6 dozen fresh eggs at once, as 
we are out. Butter came in fine shape. Let nie know what 
else you have to offer. Respectfully, S. A. R. 



Chicago, 111.. March 30, 1915 
(4) Mr. Hatfield, 

New Paris, Indiana. 
Dear Sir : — I enclose a M. 0. for $2.88 for 12 dozen eggs 
at 24 cents a dozen. Please forward at once. If they are as 
nice as the last one I received I shall be more than pleased. 
Your truly, E. F. W. 



Chicago, 111., March 30, 1915 
(5) E. M. Hatfield, 

New Paris, Indiana. 

Dear Sir : — Through Mr. H of Wabash Avenue, I 

am writing to ask you if you could send me 5 dozen of your 
good fresh eggs. You can send them C.O.D. by Parcel Post, 

or, if you prefer you can send price and Mr. S will send 

check. Very respectfully, L. S. 

WHEN AND WHERE TO ADVERTISE. 

11. Advertise in papers having largest circulation, and 
whenever you get an excess of stock. Sunday papers give 
best results. 

COST OF ADVERTISING. 

12. The cost of advertising varies with different papers. 
Some charge one cent a word; others, 5 cents per line. Each 
paper has its owii advertising rate. 

WRITING ADS. 

13. The shorter and more to the point the better results 
obtained. 



8 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

Below are several Ads. which brought results : 

(1) Strictly fresh eggS, 3 dozen for $1.00. Postage 
paid, satisfaction guaranteed. Cash with order. Write 
E. M. Hatfield, New Paris, Indiana. 

(2) Fancy country butter, 30 cents per pound in 3 
pound quantity or more. Prompt delivery. Postage paid. 
Cash with order. Wi-ite E. M. Hatfield, New Paris, Ind. 

SPENDING MONEY FOR ADVERTISING. 

14. Advertising is like sowing seed — the more you sow 
the more you reap. All the cost comes at first, but later you 
will reap with no cost. Much depends on how you handle your 
patrons. 



CHAPTER TWO— EGGS. 

THE OLD AND NEW WAY OF MARKETING. 

15. The local price for eggs in summer is 15 cents per 
dozen, and many times less. The price for marketing the new 
way is 20 cents net per dozen. 

Why the difference? Below we give an explanation: 

(1) A huckster buys them of the producer paying ....15c 

(2) The huckster sells them to the Avholesaler at 16c or..lc 

(3) Wholesaler assorts cases and labor 2c 

(4) Wholesaler ships by freight and drayage to broker le 

(5) Broker charges 5'^ — amounts to sell Ic 

(6) Profit declared to first wholesaler Ic 

(7) Broker to wholesaler to distribute Ic 

(8) Wholesaler to merchant Ic 

(9) Merchant to consumer 5c 

Cost to consumer 28e 

Saving for consumer as a nation : Figuring approximate- 
ly 500,000,000 dozen eggs marketed yearly — the average of 
three .cents per dozen, would total saving of the consumer 
throughout this nation — $150,000,000 annually. 

Gaining for producer as a nation. Figuring on same basis 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 9 

as saving for the consumer as a nation at the same gain as the 
saving base, the saving and gaiu are sure — should all the peo- 
ple see it the same way. 

Supplied in the new way at 25 cents per dozen, strictly 
right in every detail and on close comi^etition with returuals 
of containers, the producer receives 6 cents above the price in 
selling the old way. This is based on the price of eggs to the 
producer at 15 cents. When hucksters pay more, the price to 
the consumer will raise too. 

QUALITY. 

16. Quality in its highest meaning is what should be 
shown in marketing products. Neatness of parcels will com- 
mand prices and retain customers on larger profits with less 
complaints than the past system through middle men. 

TREATMENT OF CUSTOMERS. 

17. The life of this business depends upon the treatment 
offered the customers. The main thing is to be fair, pleasant, 
courteous and obliging. Dissatisfied customers depress busi- 
ness very quickly. Always send goods of good quality, as this 
is a great factor in retaining customers and building a greater 
business. 

Avoid disputes as much as possible, but when they arise 
try to bring them to a pleasant agreement. Customers should 
be made to feel at home in dealing with producers. 

LETTERS FROM SATISFIED CUSTOMERS. 

18. Chicago, 111., March 30, 1915. 
(1) E. M. Hatfield, 

New Paris, Indiana. 
Dear Sir: — I enclose herein a Money Order for $2.88 for 
12 dozen eggs at 24 cents per dozen. Please forward at once. 
Should they be as nice as the last I received from you, I will 
be more than pleased. Yours truly, 

E. F. W. 



Chicago, May 10, 1915. 
(2) E. M. Hatfield, 

New Paris, Indiana. 
Dear Sir :— Enclosed find Post Office order for $1.50 for 



10 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

which send me six dozen fresh eggs at once, as we are out. 
Butter came in fine shape. Let me know what else you have 
for sale. Respectfully, S. A. R. 

The above letters are fair samples of hundreds received 
that show how much customers are taken up with this new 
field of business from advertising. 

SPECULATORS BUYING WHOLE OUTPUT. 

19. Beware of city correspondents that want to start 
produce routes and handle your output. These people are 
looking for easy money and will "get" the producer unless 
cash is demanded with every order. The game is worked in 
this manner. They pay cash for some time, and then ask for a 
case to be rushed through at once — for this they send no 
money. Ever^y case sold in this manner is that much of a loss 
to the producer. 

CASH WITH ORDER. 

20. Credit can be given only to persons that have a fin- 
ancial rating. Cash should be demanded at all times in order 
to avoid disappointments and loss of money. 

ACCOUNTS. 

21. Accounts mean disputes and loss of friends, loss of 
customers, extra book work and extra postage. 

EGG LAWS AND INSTRUCTIONS. 

22. It is well to be informed on such laws as marketing 
and care of the product. The following are extracts from 
Indiana Laws governing the sale of eggs for food and penalties 
for unlawful sales : 

The Indiana law forbids the sale or offering for sale eggs 
unfit for human food. Section Two (2), Chapter One Hun- 
dred and Four (lOi") of the Acts of 1907 reads: ''If it con- 
sists in any portion of filthy, diseased, decomposed, putrid, or 
rotten animal or vegetable substance, etc. ; penalty for the first 
offense is a fine of ten to thirty dollars. Second of- 
fense, fine of twenty-five to sixty dollars. Third offense, fine 
of one hundred dollars and from 30 to 90 days' imprisonment." 

To avoid penalties of this Pure Food Law all dealers are 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



11 



required to candle all eggs after May 1st, 1915, and throw out 
all spots, blood rings and rots. 

Bad Egg Warnings are sent out by H. E. Barnard, State 
Food Commissioner, at Indianapolis, Indiana, which is good 
advice to all producers in all states. Inspectors of this depart- 
ment and all Police and Health Officers of the state are in- 
structed to enforce these provisions of the law. 



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SUGGESTIONS TO PRODUCERS. 

Sell eggs on a loss-off basis. 

Provide plenty of clean dry nests for your hens. 

Gather eggs daily in cool weather and twice daily 

in warm weather. 
Do not Wash eggs. 
Use small and dirty eggs at home. 
Keep eggs in dry, cool, dark place free from odors. 
Don't sell incubator eggs. 

Market eggs daily if possible, if not every other day. 
Don't sell eggs found in stolen nests. 
Keep eggs out of sun at all times and covered when 

taking to market. 
Dispose of roosters as soon as hatching season is 

over. 
Eggs absorb odors. Keep them awa^' from oil, 

onions, etc. 
Do not let hens lay with hatching hens. 
Break all eggs found about straw stacks or in weeds. 
Train hens to lay in nests provided. 
Use plenty of lime-sulphur, or louse powder, to free 

hens from lice. 
Provide plenty of sand or gravel for hens at all 

times. 
Changing feed greatly induces laying. Change as 

often as yoiL can. 
Use prepared food, beef scraps, boiled feed, bran, 

etc., in all seasons. 
Give hens plenty of fresh air. 
Provide plenty of fresh water at all times. 



12 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

WHERE AND HOW TO KEEP EGGS. 

24. Eggs like butter absorb odors which destroj' their 
flavor. For this reason they should be kept in a dry, cool 
dark place away from flies and covered. 

How to Put Eg-gs Down. 

Dry Salt Process : Take September eggs and select the 
best quality. Use a dry container such as a keg. Place two 
inches of dry salt in the bottom — then put in a layer of eggs, 
putting each egg on the little end. Cover with one inch of dry 
salt and go on until the container is filled. Put head on keg 
so as to permit turning three times weekly; this keeps eggs 
from shrinking. In selling these eggs sell as storage eggs. 

Salt Brine Process: — Use a jar containing strong salt 
water,- or brine. Put as many eggs in as will be covered with 
the liquid, then weight to keep eggs covered. In taking out 
the eggs be sure to wipe eggs dry, and sell as laid up or storage 
eggs. 

Stored in Oats : Oats may be used to store eggs the same 
as the dry salt. 

The only time recommended for packing or storing eggs 
is during the fall months for family use. These are not rec- 
ommended for sale unless sold as storage eggs re-candled. 

CAUSE OF BAD EGGS. 

25. See suggestions to producers under paragraph 23. 

HOW TO ASSORT EGGS. 

26. Eggs should be assorted as to color and size. Clean 
eggs while assorting them. When getting ready to assort 
have a well lighted place, sunlight preferred. Use five con- 
tainers. . Number them 1, 2, 3, etc. White, cream white, or 
flesh color, medium brown and brown. The fifth basket is for 
small, odd shaped or dirty eggs. 

In basket No. 1 place select White eggs. 

In basket No. 2 place select Cream White eggs. 

In basket No. 3 place select Medium Brown eggs. 

In basket No. 4 place select Brown eggs. 

In basket No. 5 place small, dirty, irregular eggs. 

In assorting you may find speckled or odd shaped eggs, 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. l:} 

these should be placed in No. 5^ Eggs of one color always 
demand a higher price than mixed colors. Persons not ac- 
quainted with eggs question the kind in getting different col- 
ored eggs in same package. 

In cleaning a dirty egg use a knife to scratch off the dirt, 
or a damp cloth may be used. Never use soap or place eggs 
in water. See that all eggs are dry before packing. 

CANDLING EGGS— HOW TO MAKE CANDLER. 

27. An ordinary Christmas or tallow candle and a dark 
room was the first method adopted for testing eggs. 

To make a candler from card board or asbestos, use a 
piece large enough to go round a No. 2. lamp chimney. Be- 
fore making the cylinder, mark a circle the size of a silver 
dollar cut out on the mark. This makes a hole just the size 
used for candling. Adjust hole so as to be direct from the 
flame of light. This will make enough light to insure testing. 

After forming cylinder, let it extend low enough to rest 
on the base Of the lamp. At the top place two Avires cross 
ways to form an X, this will hold candler in position at the 
bottom on the opposite side from hole — cut ample place for 
ventilation. This makes a good candler. 

Another way to candle eggs. Grasp egg in either hand 
with thumb and fore finger forming a circle about the egg. 
Hold between you and the light. Look through the egg. 

CANDLING. 

28. In using any of the ways mentioned for candling, 
you can easily detect eggs whose quality is unquestionable. 

(1) "When the light shines through the egg and gives a 
clear reflection except a deeper shadow is seen where the yolk 
lies, the egg is perfect. 

(2) When an egg has been kept for some time and is not 
fresh, a bubble or air space will appear on the end opposite 
to which the egg rests. 

(3) When the egg has a shining appearance and rattles 
when handled or shaken, or has sharp ring when striking 
against other eggs, they are not right. When candling such 
eggs they appear cloudy or spotted. 



14 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

The only time this does not hold good — is once in a while 
a puHet's lirst egg will have a shining appearance and ringing 
sound — but this is uncommon. 

(4) Fertile eggs that have been set upon, or in the sun, 
or in an incubator more than a day, will show slight blood 
streaks or black spots. The more decayed the less transparent 
the egg will be. 

5. When eggs are not tirst class you Avill see some of the 
following nuirks : Blood streaks, dark spots, shrunken at one 
end. When spoiled completely, if dry, will be darker at one 
end ; if spoiled and liquid the transparency it not visible. Do 
not offer eggs for sale that any of the above defects are notice- 
able. 

Note : Eggs may appear spotted at times which is caused 
by the spots on Ihe outside of the shell — tliis can be detected 
with eye." 

(6) Eggs become musty by being kept in a damp place or 
getting wet. 

EGG CONTAINERS FOR SHIPPING EGGS. 




29. Eggs containers are being perfected which eliminate 
breakage and loss from rough handling. Eggs should be 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 15 

placed in containers as soon as candled to avoid re-handling. 

There are many containers- which are used in shipping 

eggs by Parcel Post on the market today. ThCiV are made in 




all sizes from one to ten dozen capacity. Boxes for packing 
and all things needed in this business are sold by wholesalers. 




/H$r 



16 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

The publisher of this book carries a full line of this ma- 
terial and a catalogue containing description and prices will 
be sent free upon request. No goods are kept but what have 
been tried and found satisfactory. Containers can be used 
over and over again. 

PACKING CONTAINERS. 

30. Full instructions are sent with any container for 
packing. In shipping further than the second zone, it is ad- 
visable to wrap each egg in soft paper. 

ADDRESSING CONTAINERS. 

31. Be sure to address all containers properly. This is 
very important. A slight mistake causes delay. See that the 
senders return card is complete and that the address of the 
person to whom it is sent contains name, street and number, 
city and state. 

WEIGHING AND MARKING WEIGHT ON PACKAGES. 

32. The exact weight sliould he marked on the package. 
This insures more rapid delivery. 

INCREASING SIZE OF CONTAINER. 

33. Empty orange boxes when cut through and made into 
halves can be used as shipping boxes. They will hold about 15 
dozen. These may be used when you have no container large 
enough. 

CASES AT HALF PRICE. 

34. During early winter solicit grocery stores in, large 
cities and offer to buy empty egg cases. They can be bought 
at that time for half price. 

WHEN TO SHIP EGGS BY EXPRESS. 

35. Orders for oO dozen or more must he sent by express, 
as it goes over the Parcel Post limit in weight — 50 pounds. 

INSURED EGGS. 

36. It is not advisable lo insure eggs, because the loss is 
not great and the efforts in settling claims amount to more 
than the real value of the claim. Eggs for hatching should 
be insured, however, because the value is greater. Any article 
of value that is liable to damage should be insured. 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



17 



SPECIAL DELIVERY OF PACKAGES. 

37. Rapid delivery is effected by placing a special deliv- 
ery stamp upon a package. It is treated as special delivery of 
first class mails. This costs 10 cents extra in postage. 



36. 



EGGS SENT C.O.D. 

See article 107 of this book. 



COMPLAINTS AND WRITING TO POST OFFICE DEPT. 

39. Give all packages plenty of time to be delivered be- 
fore notifying Post Office Department. All damages on in- 
sured packages will be settled for if time is allowed. 

MAILING OR SHIPPING OF PARCELS. 

40. For the purpose of adjusting claims which may arise, 
it is always important to get receipts from the Post Office or 
Express company. A Bill of Lading is receipt sufficient when 
shipping by express or freight. An internal revenue stamp 
must be placed upon each Bill of Lading, or Shipping Bill, as 
long as the Revenue Law is in force. 

PURCHASING EGGS FROM MARKET QUOTATIONS. 

41. Buying eggs to sell on market is hard to govern, as 
this depends on quality, grade and appearance. The only 
way that is advantageous is to sell miscellaneous country re- 
ceipts with guaranteed prices if possible to obtain. 

EGGS FOR HATCHING. 

42. Eggs for hatching can be sent to anj^ zone. Egg con- 





18 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

tamers may be had at such a small cost that- people raising 
fancy or pure bred poultry should not accept the regular 
market prices, but should advertise their stock and ship eggs 
by Parcel Post. People usually get about 20 cents for a set- 
ting of eggs when sold on the market at home. With a few 
advertisements in some good Farm or Poultry Journal, they 
should sell all their products for from 75 cents to $1.50 per 
setting for eggs from pure bred stock. 

CONCLUSION ON EGGS. 

43. In following out the diiferent instructions which 
pertain to eggs, as well as other produce, it is, essential to the 
life of your trade thtit you be fair and honest with your cus- 
tomers. Send the best (juality and right all wrongs. 

CHAPTER THREE— BUTTER MAKING. 

BUTTER MAKING. 

44. Great pains should be taken in the manufacture of 
a product so universally used as butter. Butter is found on 
nearly every table in the homes of our nation. Not many of 
these people care for anything but the best, therefore, it is very 
important that butter makers observe certain precautions while 
engaged in its manufacture. 

CHURN. 

45. The churn should be sweet and odorless. Odors 
taint butter very quickly. To prevent odors, use plenty of 
scalding water before and after churning. 

TEMPERATURE OF CREAM FOR CHURNING. 

46. Cream should be churned twice or three times a week, 
and the butter should be marketed as often. Cream should 
have a temperature of 60 degrees Fahrenheit to get the best 
results in churning. 

CARE OF CREAM BEFORE CHURNING. 

47. Cool the cream at once after separation. This can be 
done ])y placing the cream can in a tank of fresh cold water. 
Do not put the can cover on tightly. A loose cover allows the 
animal odor to pass off, and at the same time prevents the dust 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 19 

from getting into the cream. Never allow freshly skimmed 
warm cream to be mixed with cold cream until the former 
has been well cooled. The warm cream causes the germs to de- 
velop and they spoil and sour the cream. 

TO MAKE BUTTER GATHER. 

48. The use of hot or scalding water to make butter 
gather is useless. Butter will gather without this when the 
cream is of the proper temperature. The use of hot water for 
this purpose always damages the butter. The life and color is 
taken, and no matter how much effort to make a good product, 
it will not be first class. 

SEPARATORS. 

49. Hand separators are highly recommended to all but- 
ter makers whether making butter for home or market. Tliey 
are clean, sanitary and economical as compared with other 
methods of separating the cream from the milk. Gravity 
or cold water separators have no place in an up-to-date dairy. 

RINSING DOWN CHURN. 

50. The use of sweet milk is recommended instead of hot 
or cold water since it does not affect the butter. 

MIXING BOWL. 

51. A wooden mixing bowl and paddle should be used. 
These should be scalded before and after using in order to keep 
them in a sanitary condition. 

REMOVING BUTTER FROM CHURN. 

52. Drain buttermilk from the churn and remove butter 
with clean wooden paddle. The hand ought not to be used on 
account of the absorbing tendencies of butter. After being taken 
from the churn alloAV to drain and pour off the buttermilk. 

WORKING OR MIXING BUTTER. 

53. After all the buttermilk is removed it will drain 
out, begin to mix, or work, and continue until all the butter- 
milk is forced out. Then add fine salt to suit the taste and 
mix thoroughly. Let the butter stand in a cool place for one 
hour and mix again until all milk or moisture is removed. 
Under proper conditions, it is not necessary to use water to 



20 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



wash the butter. Sweet milk will not injure butter as soon in 
washing as will water. 

OVER SALTING. 

54. Butter is sometimes over salted to increase its weight. 
Such practices are crooked and ought never to be indulged in. 
To remove salt from butter, wash thoroughly in sweet milk, 
and mix again. 

PRINTING. 

55. The neater an article is prepared for marketing, the 
quicker the sales will be affected and the better will be the 




results in marketing. The i)rint used should be shaped like a 
brick and the net weight — one pound. 

WRAPPING PRINTS. 

56. Each print, or brick of butter should be wrapped in 
parchment paper ; this is done when prints are made. The size 
of paper is 8 inches by eleven inches, or nine by twelve inches. 




PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 21 

Parchment paper can be purchased at a very reasonable price. 
Don't get parchment and wax paper confused. Wax 
paper, or as commonly called butter paper, is not suitable for 
this purpose, because it soaks, sticks and makes a bad appear- 
ance, while parchment neither soaks, sticks or allows leakage. 
This makes a neat appearing package. 

CARTONS FOR BUTTER. 

57. Cartons the size of the print are a great help in hand- 




ling butter. They can be wrapped or packed in almost an,y 
desired quantity and make a neat package. 



PACKING FOR MAILING. 

58. Butter should be packed in a container which will 
hold just the amount of the order. The package should have 
both the address of the sender and the address of the person 
to whom it is sent. It should have a PERISHABLE label and 
should be marked KEEP COOL. 

EXPRESSING BUTTER. 

59. Pack in wooden container which will hold just the 
amount ordered. It should bear the name and address of both 
consignor and consignee. Also the weight of package should 
be marked on label. Do not use boxes that may taint the but- 
ter. The lumber used should be considered. 

BRANDING. 

60. Brands on any product may be used. This, however, 
is left optional with the producer. It might possibly be bene- 



22 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

ficial to establish a certain brand of articles and build a repu- 
tation for this particular product. 

PROFITABLE BUTTER MAKING. 

61. Under present existing conditions, a large per cent of 
the profit in butter making goes to creameries and other mid- 
dle men who do work which can easily be done on the farm. 
Many creamery concerns have started with practically no capi- 
tal — that are now worth thousand of dollars. Great divi- 
dends are declared because of a short weight and low test 
practiced by such companies. These dividends should stay on 
the farm. 

There are many reasons for this. People will generally 
pa,y a higher price for a good quality of country butter, than 
for a creamery product. Creameries usually pay about 25 to 
30 cents per pound for butter fat. One pound of butter 
fat will make about one and one-fourth pound of butter. So a 
price of 23 cents for butter fat means 20 'cents for butter, pro- 
viding, they allow you full weight and an honest test. 

The more cream that stays on the farm, the more milk is 
left for stock. This is another item of profit which helps to 
pay for the extra labor. 

Allowing that creameries give their customers or patrons 
full weight and an honest test, notice the profit of compensa- 
tion they have for their labor of gathering the creara and 
churning the butter. Suppose a customer furnishes 100 
pounds of 40^ cream per week for one year and that the cream- 
ery pays 25 cents for butter fat, that would be 2,080 pounds 
butter fat for which the producer would receive $520.00. The 
creamery would make 2,600 pounds of butter (allowing one 
pound l)utter fat for one and one-(juarter pounds butter) 
selling the butter at 30 cents per pound, they Avould receive 
$780.00, or $260.00 more than the cost. Could not the farmer 
have made his own butter for that amount. If they had churn- 
ed twice a week during the year it would pay them $2.50 for 
each day's work. 

When farmers awaken to the fact that middle men are 
constantly accumulating fortunes at the producers' expense — 
conditions will be reversed. 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 23 

CHAPTER FOUR— POL'LTRY. 

SHIPPING POULTRY TO MARKET. 

62. Persons desiring to sliip poultry to market can get 
tlie names of reliable commission houses by applying to any 
express office. Write to the references furnished by the ex- 
press company to make sure that the commission house has 
a good financial standing before you trust them with a shi})- 
ment. 

Shipping on markets is trusting your agents to get l)est 
results possii)le under existing market conditions. 

INSTRUCTIONS FOR SHIPPING POULTRY. 

63. When shipping poultry to commission merchants 
observe the following very carefully : 

(1) Be sure to see that the coops are properly tagged. 
Each coop must have two tags ; one with the name and address 
of consignee or receiver; the other the name and address of 
consignor or shipper. 

(2) On the back of each tag place the number, descrip- 
tion and net weight in the coop. 

(3) See that coops are in good repair before filling. 

(4) Upon Bill of Lading, or Shipping Order, give exact 
number of head, the net w^eight and actual market value of 
contents of coop. Be sure to place a one-cent internal revenue 
stamp bearing your initials and date, as long as revenue act is 
in force, on shipment regardless of number of coops, as long as 
they are consigned to one firm and from one person or firm. 

(5) By giving number of head sent and weight, your 
claim will be substantial in case of loss. 

(6) Be prompt in making claims for loss to Express com- 
pany Avhen the^y are liable for adjustment. 

(7) Number your coops. This makes it easier to keep 
record of them in transit, and they are more easily traced. 

PURCHASING POULTRY FROM MARKET 
QUOTATIONS. 

64. On hens, or fowls, figure 3i/4 cents to 4 cents under 



24 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

quotations that are liable. This Avill net a profit of from 1 
cent to 11/2 cents. Markets change rapidly and it is always 
best to buy on the safe side. 

Never pay closer than 4 or 5 cents to market quotations 
on ducks. On Indian Runners — 5 to 6 cents, because they 
shrink more and are draggy on the market. Geese are about 
the same as ducks. Turkeys — from 3 to 4 cents less than 
market (piotations. Guineas, so much a head depending on 
age. 

FILLING OF COOPS. 

65. Do not crowd in hot weather. Keep every kind 
separate as much as possible. About 100 pounds to an ordin- 
ary crate is enough for Avarm weather and about 125 pounds in 
cool weather. Small chickens will crowd and pile up, so it is 
not advisable to place more than 70 to 90 pounds in one crate. 

SHIPPING VIA EXPRESS OR FREIGHT. 

66. Ship poultry in crate (piantities by express, and by 
freight in car load lots unless delivery can be made in 12 hours. 

SHIPPERS' DON'TS. 

67. Don't buy poultry with full crops unless deduction 
is made. 

Don 't buy or ship diseased or crippled poultry. 
Don't fail to follow instructions in regard to tagging 
coops. 

• Don't tag the top of the coop, but at both ends. 
Don't fill a crate not in good repair. 
Don't let poultry get wet and keep them from crowding. 

HOW TO MAKE COOPS. 

68. Persons desiring to ship live poultry can make the 
crates as well as buy them. A light coop is always to be pre- 
ferred, because of express charges. The dimensions of a coop 
for chickens should be four feet long, thirty inches wide and 
twelve inches high. For turkeys or geese, they should be six- 
teen to eighteen inches high. 

Use 2x2 for corner posts. Cut six corner posts tw^elve or 
sixteen inches long (depending on whether a chicken or 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 25 

turkey coop) and three one inch shorter to make slide on level 
to fill. Cut nine, one by two and one-half thirt,y inches long 
notching three of top to permit sliding to fiill. This is the amount 
required for end and middle. Then for filler — use lath, wire or 
thin pieces spaced one and one-half to two inches apart. 
Make a tight bottom, ceiling lumber preferred. Cut boards 
four feet long and nail on ends and at middle. It is well to 
use thin, strong slats at the bottom on "each side, also around 
the corners at the top of the crate. 

In the middle of the top before putting lath on each side 
where opening is made to fill, place three pieces of sheet metal 
(tin or galvanized iron) cut in strips, on both ends in the mid- 
dle. Then place lath on top nailing through straps which hold 
permanently. Make slide by cutting same material as bot- 
tom. This works freely -in notches cut out for the purpose. 

Openings for geese and turkeys should be larger in order 
to prevent bruising when crating. 

RE-USING OF CONTAINERS. 

69. It is a proposition of economy for consumer, as well 
as producer, to have all empty containers returned, so that they 
may be used over and over again. 

A product may not present such a neat appearance when 
shipped in a container which has been used, yet the customer 
should be made to understand that if containers are not re- 
turned, it will add to the cost of the product which they re- 
ceive. Customers should fold empty containers and \a^ away 
until enough have accumulated to make an ordinary package, 
then they can be returned. The producer should pay the re- 
turn postage. 

Customers should be instructed the same about all other 
containers, except, the more expensive ones, which should be 
returned at once. 

Empty poultry crates, egg cases, etc., have special 
rates. They are returned for 15 cents and 10 cents re- 
spectively: When returned by freight the regular freight 
rates are charged. 



26 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

SHIPPING ORDERS. 

70. In shipping orders by express company, be sure to 
demand a shipping receipt. 

VALUATION OF SHIPMENTS. 

71. In shipping, give as near as possible, the actual valua- 
tion of shipment and have same placed on shipping order. 

INVOICES. 

72. Always give number of articles and net weight. 

SEALING SHIPMENTS. 

73. See that Express Companies seal all packages, or 
coops. 

RETURNS OF EMPTIES. 

74. Retain a complete record of coops, or containers in 
transit. Use numbers on each one to identify or trace. 

CLAIMS FOR LOSSES 

75. Claims for losses sliould be made promptly showing 
reasons and giving date of shipment. 

DISEASED POULTRY. 

76. Do not buy or ship poultry that is diseased, crippled, 
or deformed. Do not use poultry not fit for food. 

SHRINKAGE. 

77. Shrinkage ought not to exceed 2^ of weight. Much 
depends, however, on weather. Shrink will be greater in 
warm weather. 

BEST MARKET DAYS. 

78. Shipments should be made so they can be sold not 
later than Friday of each week. Wednesday and Thursday 
are preferred. 

HOLIDAY MARKETS. 

79. Do not ship later than seven to ten days before a 
holiday, as the market declines each day as the holiday ap- 
proaches. Clean up early. 

DRESSING CHICKENS FOR MARKET. 

80. Kill by bleeding in the mouth and hang ap until 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 27 

properly bled. Scald in water near boiling point, but not boil- 
ing. Hold by the head and legs and dip five or six times, but 
care should be taken not to get head or comb in the water, as 
this will give it the appearance of a stale fowl. Remove all 
feathers and pin feathers without tearing skin. Do not singe. 
To plump a fowl, immerse in scalding water the same as 




for scalding. Place in cool place in the position you desire to 
pack; chickens will be more plump and dress neater if fed well 
up until 18 or 24 hours before killing. After that give them 
no feed to insure the crop being entirely empty. Don't wa'ing 
head off or remove intestines unless ordered, as they will spoil 
much quicker. Chickens can be dry picked by killing in the 
same manner above mention and picking while bleeding. 

DRESSING TURKEYS FOR MARKET. 

81. Kill by bleeding in the mouth. Hang up by both 
feet and put weight on head heavy enough to keep down while 
picking. Pick while bleeding. Begin at the wings and tail 
feathers — avoid tearing if possible. In removing wing and 
tail feathers, give a twist, then pull. Pulling straight sets 
the feathers. Be sure the crops are empty before killing. 



28 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

DRESSING DUCKS AND GEESE FOR MARKET. 

82. Scald the same as chickens. Remember that it takes 
longer for water to act upon the feathers because they are 
much thicker and finer. It is not advisable to wrap in blankets 
as this ma^y cook the flesh and spoil the sale. Plump the same 
as chickens. 

DRESSING CAPONS FOR MARKET. 

83. Poor capons are not salable. See that they are fat. 
Kill the same as other fowls. Pick off feathers which should 
be removed. Leave feathers on about two-thirds of the neck 
beginning at the head, two joints of the wings, the feath- 
ers from the knee joint to one-half way to the hip, and 
all tail feathers one-half way up the back. Do not re- 
move intestines and it is well to wrap up the head in paper. 
Ship the same as other poultry, but care should be exercised 
in packing to keep the feathers in a neat condition, because 
neatness is a large factor in marketing. 

DRESSING CALVES FOR MARKET. 

84. Trim out head and remove legs at the knee joint. 
Open the entire length. Remove inwards and clean the neck 
of blood. Wipe inside of carcass dry with a clean white cloth. 
When cool, wrap heart, liver and tongue separately in clean 
white cloth and place in carcass. Never remove hide nor quar- 
ter as is done with beeves. 

To tag, mark the same as other shipments. Fasten tag 
to hind leg. Always ship by express. 

The commission men charge 5^ for selling dressed veal 
calves. Calves weighing 90 to 120 pounds are most desirable 
on markets. When more they should not be sold as veals. 
Small calves should be allowed to grow, and larger ones should 
be kept for beef. 

PACKING FOR MAILING AND MARKETS. 

85. Sen dine' bv otliev than Parcel Post, each package or 
container should be marked with tag or stencil bearing name 
and address of consignee, also name and address of consignor. 

MARKING CONTAINERS FOR MAIL. 

86. For mailing, see that the address is correct and that it 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



29 



bears also your return address. It should also be marked 
PERISHABLE. Tf it shows, th6 contents will not be inspected 
Packages containing perishable contents should not be sent too 
far for delivery to l)e made before it is spoiled. 

MAKING BOXES AND BARRELS FOR SHIPMENT. 

87. See Article 85 of this book. 

DAY OLD CHICKS. 

88. The more pure bred and the higher the (juality of 
your product, just so much more life your business will have. 
Day old chicks have come to be a greatly demanded product. 
The business is yet in its infancy. Chicks are shipped long 
distances and a peculiarity about it is, is that the further they 
are shipped, the better they thrive for their owner. 

Excellent containers are sold on the market at reasonable 
prices. The price received for day old chicks is from 10 to 25 
cents each. A business once established is very profitable. 

For instance suppose three hens were set on 45 eggs and 
38 eggs hatched. If eggs were selling at 15 cents on the mar- 
ket, the cost of the eggs would be 56 cents. Allow 20 cents 
for feed for each hen while setting — this would amount to $1.16 
cost of eggs and feed. If these chicks were sold at 121/2 cents 
each, the^y would bring $4.75. Subtracting $1.16 expense 
and 35 cents express — the net gain would be $3.24 for the 
work, or $1.08 per hen. Thousands of chicks are marketed in 
this way and the demands cannot be supplied. 

SHIPPING DAY OLD CHICKS. 

89. Pack in well ventilated container. Do not crowd, 




30 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



nor leave space for piling up. Ship at "Owner's risk" and by 
express, labeling "Handle with care" CHICKS. The complete 
address of both consignor and consignee should be placed on 
container so there will be no delay in delivering. 

CHAPTER FIVE— FRUITS AND VEGETAP>LES. 
CHERRIES AND ALL SIMILAR FRUIT. 

90. Fruit like cherries, strawberries, blackberries, etc., 
can be sent by mail to points within the First Zone when prop- 
erly packed. They must be placed in an inner cover with a 
strong outer cover so as to prevent leakage and damaging 
otiier mail uuitter in transit. It is advisable to ship fruit of 
tliis kind by express, since the cost of packing is not so great. 

APPLES AND PEARS. 

91. Fruit like apples and pears can be sent by Parcel 
Post to any zone when packed in such a manner that it will 
not damage other mail. Packages containing from one to two 





PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



dozen fancy apples or pears are very attractive and command 
high prices. Address and label the same as other perishable 
products to insure rapid delivery. 

VEGETABLES. 

92. Vegetables of any description can be sent by Parcel 
Post when properly packed. They do not decay or spoil to 
any reasonable extent when wrapped and placed in strong 




container. The package must be properly addressed and 
labeled to insure rapid delivery. 

Vegetables liable to decay should not be sent farther than 
can be delivered in fresh fondition. Perishable vegetables 




should be sent b^ express when delivery is uncertain. Express 
companies will accept them at "OWNER'S RISK". 

CHAPTER SIX— MISCELLANEOUS. 

WALNUTS, CHESTNUTS, ETC. 

93. These products can be sent to any zone when packed 
in strong boxes or bags not exceeding the weight of measure- 



32 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



ment limit. Bags shall not be sewed until Postmaster inspects 
same. They must he properly ]a])ele(l and addressed. 

BEESWAX, POPCORN, DRIED FRUIT, ETC. 

94. These products are acceptable as Parcel Post matter 
when packed or wrapped securely and the weight and measure- 
ments conform to Postal Regulations. 

PIGEONS. 

95. Pigeons are dressed and handled the same as chickens, 
only each one should be wrapped separately in the best parch- 
ment paper. Pack in container that will hold the order. Wrap 
so they will stand handling. Address fully and correctly. Do 
not send farther than can be delivered in fresh condition. 

CHEESE— (HOME MADE OR DUTCH). 

96. Have cheese as dry as possible. Use an oyster car- 
rier or any suitable containei*. If convenient, make the cheese 




in the form of a brick or butter print. Wrap in parchment 
paper and place in container. In prei)aring an order for ship- 
ment, pack and label the same as a shipment of butter. 

FEATHERS. 

97. Feathers regardless of kind have a value, and the 
neater and better taken care of, the better the market value 
will be. 

Keep separate those of diflt'erent color, kind, or quality. 
Stir frequently before shipping, and do not put coarse quilled 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 33 

feathers with fine body feathers. 

Save wing and tail feathers of turkeys. They are used for 
quills and are manufactured into many novelties. They usual- 
ly command a price of from 6 to 18 cents per pound. 

Chicken feathers should be packed in bags when dry. 
They command a price of from 3 to 10 cents per pound. Geese 
and duck feathers sell for from 25 to 65 cents per pound. They 
should be packed in lined burlap sacks to avoid losing. 

Mouldy or wet feathers are not salable. 

ANY KIND OF SHIPMENTS. 

98. Any article when proper],y packed that will not in- 




34 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



jure other mail, or employees in handling, or which will not 
be damaged in handling will be accepted for mailing when it 
conforms to the regulations as to weight, size, labels and ad- 
dresses. 



MAILABLE ARTICLES. 



99. 
Apples, Dried 
Apples. Canned 
Apple-Butter 
Apple Sauce 
Apricots, Dried or 

Canned 
Almonds 
Asparagus, Green or 

Canned 
Bacon, Dry Salted 
Bags, any Kind 
Beans, Dried or 

Canned 
Barley 
Baskets 
Beef, Cured 
Beeswax 
Beets 
Bird Seed 
Blackberries, Dried 
Blackening, Shoe or 

Stove 
Blueberries, Canned 
Bluing, Dry 
Bon Ami 
Borax 
Brazil Nuts 
Brooms 
Buckwheat 
Buckwheat Flour 
Butternuts 
Cakes 
Candles 
Candy 
Cane Syrup 
Carrots 
Chalk 
Celery 
Cheese 
Cherries 
Chestnuts 
Chickens, Dressed 



Chocolate 

Chow-Chow 

Cigars 

Clothes Lines 

Clothes Pins 

Cloves 

Cocoa 

Cocoanut 

Coffee ^' 

Chick Feed 

Corn, Dried or canned 

Cottoline 

Cough Drops 

Crackers 

Cranberries 

Currants 

Dates 

Dried Fruits 

Egg Cartons 

Envelopes 

Feathers 

Figs 

Fish, Conditional 

Flour 

Fruit, Dried 

Fruit Jar Caps 

Funnels 

Gelatine 

Ginger Root 

Glue 

Gooseberries 

Hams, Cured 

Hickory Nuts 

Hominy, Dried 

Hops 

Horse Radish Roots 

Ice Cream Powder 

Jello 

Jelly 

Lard 

Lemons 

Lye, Dry 



Macaroni 
Malt Coffee 
Malted Milk 
Meats, Cured 
Milk Condensed 
Milky Dried Sweet 

Corn 
Mince Meat 
Mops and Heads 
Mustard, Dry 
Mu&hi^Qoms 
Noodles 
Nut Meats 
Nuts, Shelled 
Oat Meal 
Oil Cake 
Onions 
Oranges 
Pails 

Pancake Flour 
Paper Doilies 
Parsley 
Peas, Canned and 

Dry 
Peanuts 
Peaches, Dried or 

Canned 
Peanut Butter 
Pears 
Pecans 
Peppers 
Pickles 
Pieplant 
Plums 
Puddings 
Popcorn 
Potato Chips 
Poultry Foods 
Preserves 
Prunes 
Pumpkins 
Putty 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



'65 



Raspberries 

Raisins 

Red Kidney Beans 

Resin 

Rice 

Rock Candy 

Rope 

Rye, Roasted 

Sage 

Salaratus 

Salmon 

Sassafras 

Saur Kraut 



Sausage 

Scouring Powder 

S'eeds, all Kinds 

Soap 

Soap Powder 

Spices 

Strawberries 

String Beans 

Sugar, Cane or Beet 

Sugar, Maple 

Sweet Potatoes 

Syrup, Maple or Cane 

Talcum Powder 



Tapioca 

Teas 

Tomatoes 

Traps, any Kind 

Turnips 

Turtles 

Vegetables, any Kind 

WJalnuts, English 

Walnuts, Black 

Washing Compound 

Whisk Brooms 

Yeast 



100. 



NONMAILABLE ARTICLES. 



Alcohol 

Animals, Alive 
Benzine 
Chicken, Alive 
Dead Animais 
Deadly Weapons 
Defamatory Matter 
Destructive Matter 
Disease Germs or 
Tissue 



Offensive Matter 

Pistols 

Poison Under Certain 

Conditions 
Revolvers 

Salve (Conditional) 
Threatening Matter 
Turpentine 
Whisky 



Explosives 

Fowls, Live 

Gasoline 

Immoral Matter 

Infernal Machines 

Inflamable Articles 

Intoxicants 

Kerosene 

Matches 

Naphtha 

All other articles intended for immoral or threatening 
purposes, also articles which promote crime or injure health 
of persons or employees while handling same. 

SUPPLIES AND INFORMATION. 

101. For the purpose of encouraging this business, the 
authors of this book will furnish any supplies needed at very 
reasonable prices. They will gladly furnish any information 
needed when return postage is enclosed. Upon request a cata- 
logue will be sent free, which will list all articles needed in this 
business. 

Much information can be obtained by applying at any 
Post Office and inquiring for Parcel Post Circular . "FROM 
FARM TO TABLE". 

Apply to an^' Express Office and ask for place and firm 
to market your produce — they will endeavor to assist you. 
Should they not be able to furnish you with the desired in- 
formation, write to the Express Agent at the place you desire 
to ship and he will gladly furnish the information. 



36 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



LEGAL WEIGHTS AND MEASURES. 



102. 



Bushel 

Apples, Dried 25 lbs 

Apples, Green 57 lbs 

Bran 20 lbs 

Barley 48 lbs 

Beans 60 lbs 

Beans, Castor 46 lbs 

Buckwheat 50 lbs 

Broom Corn Seed 46 lbs 

Beets 50 lbs 

Carrots 50 lbs 

Charcoal 22 lbs 

Corn Shelled 56 lbs 

Corn on Cob 68-70 lbs 

Corn Meal 50 lbs 

Cranberries 33 lbs 

Dried Peaches 33 lbs 

Flax Seed 56 lbs 

Grass Seed 14 lbs 



Bushel 

Clover 60 lbs 

Millet 50 lbs 

Timothy 45 lbs 

Hemp 44 lbs 

Hickory Nuts 50 lbs 

Middlings 40 lbs 

Oats 32 lbs 

Onions 48 lbs 

Onion Sets 32 lbs 

Potatoes, Irish 60 lbs 

Potatoes, Sweet 55 lbs 

Peas in Pod 32 lbs 

Peas, Dry 60 lbs 

Pop Corn 70 lbs 

Rye 56 lbs 

Salt 50 lbs 

Turnips 42 lbs 

Wheat 60 lbs 



CHAPTER SEVEN— PARCEL POST REGULATIONS. 

WHAT CONSTITUTES PARCEL POST OR FOURTH CLASS 

MAIL. 

103. Parcel Post includes all farm and manufactured 
products that are not included in either First, Second, or 
Third Class mail. When so packed that the length and girt 
does not exceed 72 inches, and is packed in such a manner that 
it will not injure other mail, nor individuals in handling. The 
weight of such packages shall not exceed 50 pounds to points 
within 150 miles. The distance includes the Local, First and 
Second Zones. To points beyond the Second Zone, the weight 
shall not exceed 20 pounds. All matters that may damage 
mail or injure employees, or such articles as explosives, li- 
quors, etc., which are forbidden by law will not be accepted 
as Parcel Post and cannot be sent through the mail. 

RATES. 

104. Parcels weighing 4 ounces or less are mailable at the 
rate of one cent per ounce or fraction thereof regardless of dis- 
tance. 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 37 

Parcels weighing more than 4 ounces are mailable at the 
following pound rates, fraction being considered a full pound: 

LOCAL ZONE RATE. 

A package starting at a common office, or on branch, or 
on route from the same office for delivery to a patron or ad- 
dresses through same office or branch it originates in, is mail- 
able at the following rate : 

Example of Local Zone — 10 Pound Packag^e. 

First pound oc 

Nine pounds @ i^C-.-^c Total fee 10 cents 

FIRST ZONE RATE. 

Distance 50 miles from mailing point. The rate is as fol- 
lows : 5 cents for first pound and one cent for each additional 
pound or fraction thereof. 

Example — III/2 pound package will cost 16 cents same as 
a 12 pound package. 

First pound 5c 

Eleven pounds @ lc...llc Total Charge 16 cents. 

SECOND ZONE RATE. 

Distance 50 to 150 miles from mailing point. Weight 
limit 50 pounds. Rate 5 cents for first pound and one cent 
for each additional pound of fractional part. 

Example — 7 Pound Package. 

First pound 5e 

Six pounds @ Ic 6c Total charge 11 cents. 

THIRD ZONE RATE. 

Distance 150 to 800 miles. Weight limit 20 pounds. Rate 
is 6 cents for first pound and 2 cents for each additional pound 
or fractional part. 

Example — 5 Pound Package. 

First pound 6c 

Four pounds @ 2c 8c Total charge 14 cents. 

FOURTH ZONE RATE. 

Distance 300 to 600 miles. Weight limit 20 pounds. Rate 



38 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

7 cents for first pound and i cents for each additional pound 
or fractional part. 

Example — 20 Pound Package. 

First pound 7c 

Nineteen pounds @ Ic . . 76c Total charge 83 cents. 

FIFTH ZONE RATE. 

Distance 600 to 1,000 miles. Weight limit 20 pounds. 
Rate 8 cents for first pound and 6 cents for each additional 
pound or fractional part. 

Example — 4 Pound Package. 

First pound . 8c 

Three pounds @ 6c ... 18c Total charge 26 cents. 

SIXTH ZONE RATE. 

Distance 1,C00 to 1,400 miles. Weight limit 20 pounds. 
Rate is 9 cents for first pound and 8 cents for each additional 
pound or fractional part. 

Example — 2 Pound Package. 

First pound 9c 

One pound @ 8c 8c Total charge 17 cents. 

SEVENTH ZONE RATE. 

Example — 6 Pound Package. 

Distances 1,400 to 1,800 miles. Weight limit 20 pounds. 
Rate is 11 cents for first pound and 10 cents for each addition- 
al pound or fractional part. 

First pound lie 

Five pounds @ 10c .... SOc Total charge 61 cents. 

EIGHTH ZONE RATE. 

Distance all points outside Seventh Zone. Weight limit 
20 pounds. Rate 12 cents for first pound and 12 cents for each 
additional pond or fractional part. 

Example — 10 Pound Package. 

12 cents per pound — $1.20 charges. 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



39 



POINTS OUTSIDE THE UNITED STATES. 

The rate to the Hawaiian Islands, Alaska, Canal Zone, or 
Philippine Islands, is the same as the Eighth Zone rate, except, 
for parcels weighing 4 ounces or less, on which the rate is one 
cent for each ounce or fractional part. 

The rate to Canada, Cuba, Mexico, and the Republic of 
Panama is the same as the above named points except that 
parcels must not weight more than 4 pounds, 6 ounces. 

PREPARATION OF PACKAGES. 

105. All i)arcels to l)e shipped by Parcel Post must be 
prepared in such a manner that the contents may be examined 




easily. It must bear name and address of the sender preceded 
by the word "FROM". The sender's name should be placed in 
the upper left-hand corner. 

INSURED PACKAGES. 

106. Packages on which i)ostage is fully prepaid may be 



40 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

insured against loss for their actual value not exceeding 
$100.00 on payment of a fee of 25 cents. 

C.O.D. PARCELS. 

107. Parcel Post matter may be sent C.O.D. from one 
Money Order Office to another on payment of a fee of 10 cents 
in addition to the postage, both to be prepaid with stamps 
affixed. The amount to be collected and remitted to the 
sender must not exceed .$100.00. A C.O.D. tag furnished by 
the Postmaster must be filled in by the sender and attached to 
the parcel. The C.O.D. fee also covers insurance against loss 
up to $50.00. 

SPECIAL DELIVERY PARCELS. 

108. Parcels on which postage is prepaid will be accorded 
the usual Special Delivery service on pajVment of 10 cents in 
postage affixed. 

LETTER ATTACHED TO PARCELS. 

109. When it is desired to sentl a communication with the 
parcel, this may be done by paying first class postage on the 
letter and attaching it firmly to the parcel. Both letter and 
parcel must be addressed to the same person. When desired 
to send by Special Delivery, one Special Delivery fee is suft'i- 
cient for both parcel and letter. 

CHAPTER EIGHT. 

BOOKKEEPING AND FORMS TO BE USED. 

110. 

LETTER OF ASSISTANCE TO FRIENDS. 

Heading 

Address of person written to 

Dear Sir : 

Having concluded to sell my eggs, butter, etc., direct to 
the consumer, I desire to ask your assistance in interesting 
a number of your friends to purchase their supplies from me. 

Enclosed you will find some of my cards which you will 
please hand out and ask them to tell their friends. 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



41 



I am sending you a stamped envelope — please send me a 
list of the names you have solicited and I will try to keep 
them interested. 

Thanking you in advance for your trouble and await- 
ing a further reply, I am Yours truly, 

SIGNATURE 



111. 



CALLING CARDS. 



Buy your eggs, etc. 
From 

Presented by 
Front side. 



Eggs, Butter, Dressed Chicken, Gar- 
den Truck as Onions, Lettuce, Radishes, 
Beans and Tomatoes, Pears, Apples, 
Peaches, etc. Send in your order. Be- 
come a permanent customer. If our 
goods are good — tell your friends. If 
not tell us. 



Opposite Side. 

PRICE QUOTATION CARDS. 

112. Heading 

Dear Sir: — 

I desire to quote you the following prices on the following 
named products. Postpaid. Cash with order: 

Eggs per dozen @ 

Butter per pound @ 

Dressed Chickens per pound @ 

Etc., Etc. 



42 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



Satisfaction guaranteed. All orders sent C.O.D. 10 cents 
extra for fee. Price subject to change without notice. 
Awaiting an early order, I remain, Yours truly, 

SIGNATURE— 

ACKNOWLEDGEMENT OF ORDER CARD. 

113. Heading 



Dear Sir: — 

Your favor of .... (date) has been received. Goods will 
be sent by (mail or express) (time). 

Thanking you for your valued order and for future busi- 
ness, I am, Very truly yours, 

SIGNATURE 

ORDER CARD FOR CUSTOMERS. 

114. Order cards can be placed in shipments for use of 
customers in ordering. 



Name of Shipper 

Address 

Enclosed please find (check) to the 

amount of $ 

Please send following: 

dozen eggs .... @ . . . . Total 

pounds butter ... (S ... . 

Miscellaneous : 



Send by 
Send to 
Street . . 
City .... 
State . . . 



(Parcel Post, etc. 



CUSTOMER'S ENVELOPES. 

115. Envelopes bearing shipper's address should be plac- 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



43 



ed in all shipments to be used for future ordering, or remit- 
tance, insuring delivery. 



From 



JOHN JONES, 

Berry Center, 



Iowa. 



INVOICE FORMS. 

116. Invoice forms for use of bills or sending bills of 
of goods that persons may check after receiving them: 



(Shipper 



yTown ) 

(State) 

(Town) (State) (Date) 
Sold to 



(Town 



) State) 



Quantity Description 



Price Amount 



44 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



STATEMENT FORM. 

117. To be used in collections: 



STATEMENT 



(Name) 

(Address) 
(Account with) 



(Date; 



(Address) 



RECORD BOOK FOR MAILING LIST. 

118. A memorandum book indexed through is the best 
record or mailing directory that can be used. In recording 
names, write the Sir name first, followed by the given name. 

No not fail to copy street address, town and state under 
each, as the location means more than the name in delivering 
parcels. 

Example: John Adams — write Adams, John, under letter 
"A" in the directory. 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



45 



Wm. Wheeler — write Wheeler, Wm., under letter "W". 
Don't fail to write the name after each address. 

FILING ORDERS. 

119. A letter file is very necessary to retain letters or 
original orders for future reference in event questions arise. 
This should be kept up daily and can be discarded at expira- 
tion of month. 

All letters should be noted as "Answered", "Filed", etc., 
giving date. 

BOOKKEEPING. 

120. A record of all orders filed and shipped should be 
kept. This will be a vahiable diary. 

Sample page : 



Address and 
Name 



Date Date Amount Expense Net r\^irr,= 

of Order Shipped Received Postage.etc Rec'd "-'^irns 



Packed 
By 



An^y kind of book can be made into this form. Records of 
receipts, expense, balance, etc., can be made. 

Sample page of l)ook used to keep expense account : 



Date 



NAME 



Description 



Amt. 



Price 



Total 
Paid Out 



Balance 
On Hand 



46 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



To Strike a balance, figure tlie total amount of the articles 
at the price paid and add amount paid out. which should com- 
pare. To prove, carry balance on hand column filled, then you 
must be correct at all times. Tn putting money in, simply add 
balance to on hand in marginal column. 

MARKING OR ADDRESSING PACKAGES. 

121. As above mentioned, no package will be accepted for 
mailing unless properly addressed, and bearing the sender's 
name and address preceded by word "FROM". Also if con- 
tents are "FRAGILE"', "PERTSHABLE", etc., it should be 
so marked to insure proper handling. 





The same caution should be observed in sending parcels 
by express. Tags should not be used, as they are liable to be- 
come detached and your shipment will get lost. 

EGG PASTER AND CAUTION LABELS. 

122. These pasters MUST be used on i)aekages contain- 
ing eggs: 



EGGS 



EGGS This Side Up 
HANDLE WITH CARE ! 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



:47 



PASTER LABELS RECOMMENDED. 

123. Example for label : 



If Unable to Deliver Please Notify Sender 



From 



For 



VIA PARCEL POST 



(Name' 



(Street) 

(CitjV and State) 



HANDLE WITH CARE. 



PERISHABLE LABELS. 

124. These labels must be used on all shipments that are 
subject to loss in event of delay and to aifect quick delivery. 

CONTENTS LABELS. 

125. 



PERISHABLE 



Name of Product 



Perishable 



Perishable labels (No. 2) shov^^ing contents insures the 
package against inspection. 

C.O.D. LABELS. 

126. These labels should be placed on packages sent 
C. 0. D, 



C. O. D. 



48 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

C.O.D. PASTER. 

127. C.O.D. pasters to be used in specifying amount to 
be collected: 



C.O.D. 

Amount 

Fee 

Total 


due 









In filling out onl^' specify the amount you desire collected. 
The last two spaces are to be filled out by the Post Office De- 
partment. 

CHAPTER NINE— CONCLUSION. 

AN OPPORTUNITY. 

128. Today is the producer's opportunity. There is not 
a person in this nation who produces something, that cannot 
select some item from the foregoing list and specialize upon it. 
Thereby making an independent living and money besides. 

Quality should be the watchword. It is the merit of an 
article which sells it. An article of no merit has no sale. 

Children born in this world must gain strength to sit 
alone, then creep and finally walk and accomplish things. So, 
with every man in business today, too many have not learned 
to creep. 

Many people will read this little book, cast it aside and 
go on plodding, weary of their tough lot in life. Some will 
read the book and see an opportunity. They will chance a 
dollar or two in advertising — and just that sure they will gain 
strength in the financial side of their life. 

The most successful business men of our country spend 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 49 

millions of dollars annually for advertising. Does it pay? 
It is the key that unlocked the door to their fortune. It is the 
key which you, producer, must use to find a better door for 
your products. 

Through the medium of advertising, not on an extensive 
scale, doing your own manufacturing and letting the common 
carriers do the work of delivering, you are able to conduct 
any line of business you choose and become independent with- 
out a great investment at one time. 

It takes PUSH just as any other business takes PUSH. 
Those who push first and hardest are the ones who will succeed 
best. 



50 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 



TABLE OF CONTENTS. 



CHAPTER ONE. 

Page 

Preface I 

Introductory 2 

Results of Experiments '^ 

Meaning of From Producer to Consumer 4 

Meaning of Parcel Post 4 

Meaning of Express 4 

Gaining Customers 4 

Friends and Relatives Aid o 

Newspaper Aid 5 

Interest of Newspapers 5 

Results of Advertising 5 

Orders Received from Ads 6 

Where and When to Advertise 7 

Cost of Advertising 7 

Writing Ads 7 

Spending Money for Advertising 8 

CHAPTER TWO— EGGS 8 

The Old and New Way of Marketing 8 

Quality 9 

Treatment of Customers 9 

Letters From Satisfied Customers 9 

Speculators 10 

Cash With Order 10 

Accounts 10 

Egg Laws and Instructions 10 

Suggestions to Producers 11 

Where and How to Keep Eggs 12 

Cause of Bad Eggs 12 

How to Assort Eggs 12 

Candling Eggs, How to Make Candler 13 

Candling 1.3 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 51 

Page 

Egg Containers for Shipping . 14-15 

Packing Containers 16 

Addressing Containers 16 

Increasing Size of Containers 16 

Cases at Half Price 16 

When to Ship by Express 16 

Insured Eggs , 16 

Special Delivery ;17 

Eggs Sent C.O.D 17 

Complaints Concerning Deliver,y 17 

Mailing or Shipping by Express 17 

Purchasing Eggs From Market Quotations 17 

Eggs for Hatching 17-18 

Conclusion on Eggs 18 

CHAPTER THREE— BUTTER MAKING. 18 

Butter Making 18 

Churn 18 

Temperature of Cream 18 

Care of Cream Before Churning 18 

To Make Butter Gather 19 

Separators 19 

Rinsing Down Churn 19 

Mixing Bowl 19 

Removing Butter From Churn 19 

Working or Mixing Butter 19 

Over Salting 20 

Printing 20 

Wrapping Prints 20 

Cartons for Butter , 21 

Packing for Mailing 21 

Expressing Butter 21 

Branding ^. 21 

Profitable Butter Making , 22 

CHAPTER FOUR^POULTRY. 23 

Shipping Poultry to Market 23 

Instructions for Shipping Poultry 23 

Purchasing Poultry From Market Quotations 23 

Filling of Coops 24 



52 PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 

Page 

Shipping via. Express and Freight 24 

Shippers Don 'ts 24 

How to Make Coops 24 

Re-using of* Containers 25 

Shipping Orders 26 

Valuation of Shipments 26 

Invoice ,.26 

Sealing Shipments 26 

Return of Empties 26 

Claims for Losses 26 

Diseased Poultry 26 

Shrinkage 26 

Best Market Days 26 

Holiday Markets 26 

Dressing Chickens for Market 26 

Dressing Turkeys 27 

Dressing Ducks and Geese 28 

Dressing Capons 28 

Dressing Calves 28 

Packing for Mailing and Markets 28 

Marking Boxes and Barrels for Shipment 29 

Marking Containers via Mail 28 

Day Old Chicks 29 

Shipping Day Old Chicks 29 

CHAPTER FIVE— FRUITS AND VEGETABLES 30 

Cherries and all Similar Fruit 30 

Apples and Pears 30 

Vegetables 31 

CHAPTER SIX— MISCELLANEOUS. 31 

Walnuts, Chestnuts, etc 31 

Beeswax, Popcorn and Fruit 32 

Pigeons ^^ 

Cheese ^^ 

Feathers 32-33 

Any Kind of Shipment ^^ 

Mailable Articles ^^ 

Non-Mailable Articles 35 



PRODUCER'S MARKETING AND INSTRUCTION GUIDE. 53 

Page 

Supplies and Information 35 

Legal Weights and Measures 36 

CHAPTER SEVEN— PARCEL POST REGULATIONS. 36 

What Constitutes Parcel Post of Fourth Class Mail 36 

Rates 36-37-38 

Preparation of Packages 39 

Insured Packages 39 

C.O.D. Packages 40 

Special Delivery Packages 40 

Letters Attached to Packages 40 

CHAPTER EIGHT— BOOKKEEPING AND FORMS TO BE 

USED. 40 

Letters of Assistance to Friends 40 

Calling Cards 41 

Price Quotation Cards 41 

Acknowledgment of Order Card 42 

Envelopes Bearing Shipper's Address 45 

Order Cards for Customers 42 

Invoice Forms 43 

Statement 44 

Record Book for Mailing List : 44 

Filing Orders 45 

Bookkeeping 45 

Marking or Addressing Packages 46 

Egg Paster and Caution Labels 46 

Paster Labels Recommended 47 

Perishable Labels 47 

Contents Labels 47 

C.O.D. Labels 47 

C.O.D. Paster 48 

CHAPTER NINE— CONCLUSION. 48 

An Opportunity 48 



The following manufacturers have furnished cuts for 
illustrations in this book. Producers should write any or all 
of them for prices on their goods. They manufacture a full 
line of parcel post supplies. 

Tywacana Mfg. Co., Farmingdale, L. I., N. Y. 
Hinde & Dauch Paper Co., Sandusky, Ohio. 
U. S. Corrugated Fibre Box Co., Indianapolis, Ind. 
The Hartley Folding Box Co., Detroit, Mich. 
J. C. Bulls & Co., St. Louis, Mo. 



LIBRARY OF CONGRESS 





